Top 4 Ways Consumer Packaged Goods Manufacturers are Increasing Sales with VelociTRACKER™

All it takes is one failed step during Retail Execution and a manufacturer’s consumer could be lost for life. However, with the expert use of state-of-the-art mobile computing tools, top-tier manufacturers edge out their competitors to maximize sell-thru while minimizing cost.

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Example of field rep implementing mobile technology for the consumer packaged goods industry

Cumming, GA (Vocus) November 5, 2009

All it takes is one failed step during Retail Execution and a manufacturer’s consumer could be lost for life. However, with the expert use of state-of-the-art mobile computing tools, top-tier manufacturers edge out their competitors to maximize sell-thru while minimizing cost.

Robert Gerace, CEO of Computer Resource Center, Inc. recently addressed a group of manufacturers eager to minimize the impact of current conditions during the upcoming holiday season. Said Gerace:

When thinking about the 4 top ways to maximize sales, we at CRC find that our most successful manufacturer clients:

1. Maximize Call Coverage: The variables of consistently producing the Right person, in the Right store, at the Right time, addressing the Right assortment, ALL the time are enormous. Making the job more difficult is the constantly changing dynamics of what ‘Right’ means at any given time. Fortunately, using computer based scheduling, computer systems make quick work of complex problems. With mobile field technology, as dynamics change, computer systems calculate maximum efficiency and communicate assignments in real time – ensuring that when the consumer walks past the manufacturer’s item, he or she is enticed to purchase it, and it is available and in stock.

2. Ensure Optimal Task Execution: While 100% store visit execution is the price of admission, sales can only be maximized if optimal task execution occurs on each and every visit. The manufacturers who best manage: Distribution Checks, Out of Stock management, Trade Promotion Compliance, Product Knowledge Training, Orders & Returns, Inventory Management, Competitive Intelligence gathering, Point of Sale Material execution, Shelf level pictures, Delivery and Plan-o-Gram Compliance stand to gain the most in not only one-time sales, but increased share of mind and wallet on future purchases.

3. Excel in Field Force Management: In addition to field management techniques described above, back office tasks demand automation as well. Business functions that are commonly automated and tied to field force execution software include: On Boarding, Payroll, Rep Churn, Field Support & Reporting, Invoicing, Crediting, Document delivery, and careful measurement of compliance against actual performance in terms of visit, task, and sales goals.

4. Use Mobile Technology: While the initial expenditures for mobile technology are often considered pricy, careful study of actual benefits gained (trade promotion compliance, immediate information transfer, ability to increase sales, better order accuracy, better information capture ability, ability to manage truck inventory in DSD situations, digital signature capture, digital barcode scanning, management of complex regional and date-sensitive pricing, etc.) do so much to reduce costs and increase sales that many of our clients find that such solutions pay for themselves in less than a year.

For specific examples of companies modeled above, please contact Robert Gerace.

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